Andrew DeGasperi: Oh great. Thanks. It’s Andrew and I’ll echo our thoughts to everyone in Israel. Eliran, on the sales CRM, strong net new growth 11,000 customers, it’s about 6% of your total base. Does that keeps growing? Do you think you could see this, become a material contributor to revenue next year, and also moving into the mid-market?
Eliran Glazer: Hi Derrick, it’s Eliran. Yes. So CRM is growing really nicely. And just as a reminder, we plan to finish opening access to the CRM and to all customers by the end of Q1 next year. So definitely, we expect this to continue to grow. Although it’s still early days, we just announced it earlier this year, but cross-selling opportunity looks encouraging. And since we have introduced the product suite, we have 2,500-ish work management accounts that have added, to the additional products. So, I think that over time, with the fact that we are increasing the sales reps number, and we are going to focus on cross-selling and upselling, I think that, we are going to see a more productive sales motion and it’s going to be resulted in further growth next year.
Andrew DeGasperi: Great. And then also for you, Eliran, the ARR from 50,000 plus a nice uptick to 31% of ARR. Any color on what drove that? And is that mostly existing expansions? Are you seeing larger lands to? And should this kind of continue to uptick into next year?
Eliran Glazer: Yes Derrick, I think it’s all of the above. It’s – we are landing bigger. We are – we have a multiproduct strategy that now customers find us to be part of their core business operation, the fact that we are growing the sales team, and we bring people who are expecting selling to enterprise accounts. So all of the above, I think once you unlock the value of monday and you see how it contributes, to bigger organizations and a bigger audience, within the organization, this is something that continues to drive the upmarket motion, together with, of course, the mondayDB.
Andrew DeGasperi: Awesome, Thank you.
Operator: Our next question comes from the line of Brent Thill with Jefferies. Please go ahead.
Brent Thill: Thanks Eliran, And Eliran, can you just walk us through what you’re seeing through the start of the quarter in the last month, have you seen any change in customer behavior? Or is it the same consistency you’re speaking to that you saw in the last quarter?
Eliran Glazer: Hi Brent, we’re still seeing what we saw in prior quarters. As I said earlier, it’s not getting any better, but it’s not getting any worse. I think there is still a lot of pressure on the economy. I would say sometimes choppy. Customers still very cautious on their, spend. Sales cycles are still taking longer. But on the other hand, we are still seeing a very healthy customer demand and top-of-funnel activity. So, I think these are kind of, setting one another and contributing to our execution.
Brent Thill: And just back on the enterprise, that momentum looks really encouraging. If there were one or two customer data points, not necessarily naming the customer, but maybe what you’ve been shocked at or has been significant in terms of milestones. Is there – in terms of seat count, or in terms of how they’re deploying? Can you – is there any more color you can add, to what is giving you encouragement, and what you’re seeing in that segment?
Eran Zinman: Yes, Brent. So still our larger deployment is about 7,000 seats, but maybe I can share more color that, we are seeing very interesting deals in the pipeline. We see more momentum, of large enterprise interested in buying monday and do a much wider deployment. So definitely, we see this momentum, within our customer interest and customer pipeline that we’re seeing. So that gives us a lot of, insight that we’re evolving and it opens the door, to bigger and bigger deals going forward.
Eliran Glazer: Yes. And maybe, Brent, just to add to Eran. This is Eliran. The level of engagement that we see, we have some internal metrics, like active paying people and active seats, then we are seeing strong momentum as well. So, this is something that is encouraging for us to believe that we are going, to see continued growth in the enterprise usage, within the existing customers and new customers.
Brent Thill: Good to hear. Thank you.
Operator: Our next question comes from the line of George Iwanyc with Oppenheimer. Please go ahead.
George Iwanyc: Thank you for taking my question. And I’ll add my best questions for everyone’s safety. Maybe going back to the AI topic. Can you give us some perspective on how you feel this maybe changes the competitive environment?
Roy Mann: Hi. It’s Roy. So I think like customers don’t really know what to expect from AI. It’s not as if like everyone is demanding this or that. I think we’re in a phase that everyone is trying to explore what works. And it’s not the easiest thing to make – to turn AI into a really great product for customers. And I think we’re on a really good track, with the results we’ve seen and shared. So, I don’t think, it’s still like something that is materially competitive, but it might be in the future.
George Iwanyc: And then just following up on all the new product additions that, you’re putting into the platform. Can you maybe provide, some perspective on pricing and the type of leverage, you’re getting from the addition?
Roy Mann: Yes. So, we’re experimenting with things and saying what are we going to do with pricing. We feel that like the introduction of new products will allow us to cross-sell and then extract, give more value to customers and like allow us, to have like a higher dollar value for each customer. Alongside other improvements that we’re making, to the platform in various advancement in every area, in the work management, in the CRM that will also expose us, to new customers and new use cases and again, like improve that cycle of expansion.
